Director, Outbound Sales

Avalara•Durham, NC

1d•Onsite

About The Position

Avalara is redefining how businesses manage tax compliance and is looking for a high-impact sales leader to help accelerate its next phase of growth. They are hiring a Director of Outbound Sales to lead and scale the US-based outbound sales organization focused on net-new customer acquisition. This is a strategic leadership opportunity for a builder who thrives in high-growth SaaS environments, knows how to create repeatable outbound success, and can inspire teams to win in competitive enterprise markets. This role sits at the center of Avalara’s continued expansion in the US market. The Director will lead a team responsible for driving new logo growth, shaping outbound strategy, and helping enterprise customers solve increasingly complex tax compliance challenges. The role involves evolving the outbound motion, influencing go-to-market strategy, and building a talent engine in one of Avalara’s key hub locations. This is a highly visible leadership role with direct impact on revenue growth, sales execution, and future organizational scale.

Requirements

10+ years of experience in enterprise software sales, including 5+ years leading high-performing sales organizations
Strong track record leading outbound prospecting motions and net-new logo acquisition teams
Experience managing enterprise sales cycles with multiple stakeholders and executive buyers
Experience selling solutions that integrate with ERP systems, ecommerce platforms, or POS technologies
Strong understanding of ERP ecosystems, ideally including Oracle environments and partnerships
Skilled at presenting to and influencing C-level executives
Strong forecasting, pipeline management, and strategic planning capabilities
Comfortable balancing high-level strategy with day-to-day sales execution and coaching
Passion for developing talent and creating scalable, high-performing cultures
Experience with performance management, coaching, and organizational development
Excellent communication, presentation, and leadership skills
Experience using AI and AI-related technologies, ready to thrive here
Apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers
Grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too

Nice To Haves

Experience with tax compliance, determination, or financial technology solutions is a plus

Responsibilities

Lead and develop a team of Outbound Sales Leaders and Sales Executives focused on enterprise new business acquisition across the US
Build a culture of accountability, performance, coaching, and customer obsession
Develop future leaders through intentional mentorship, career progression, and talent planning
Create and execute a strategic outbound sales plan aligned to Avalara’s aggressive growth goals
Coach teams on outbound prospecting, pipeline generation, full-cycle sales execution, and closing complex enterprise opportunities
Partner cross-functionally with Revenue Operations, Enablement, Marketing, and Talent Acquisition to strengthen outbound effectiveness and scalability
Drive disciplined forecasting, pipeline inspection, and operational rigor
Identify risk early and implement strategies to improve predictability and conversion
Lead through data while maintaining a hands-on, execution-oriented leadership style
Help attract and retain top enterprise sales talent in the local market
Partner with Talent Acquisition on workforce planning, career pathing, and employer branding initiatives
Build Avalara’s reputation as a destination for top-performing sales professionals